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three smiling business people (Photo: Flamingo Images/Adobe Stock)

Do you think like I do?  You are the person getting walk-ins, the agent or broker of the day.  Someone is shown to your desk.  They say: “I’m interested in opening an account.”  You talk with them and they become a client.  You think: “Wow!  Am I good or what?!”  Long ago, I realized I was giving myself too much credit.  Even if I found the prospect myself, lots of factors contributed to them deciding to do business.  What additional factors motivate them?

1. Your own efforts.  Let’s give this one top billing.  Even if they walked through the door, if you weren’t friendly, knowledgeable and persuasive they would have stood up and walked out.  You took the time to learn about them.  They didn’t feel hurried or like they were just another number.

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